外贸函电第二版-Unit-06-还盘和接受
外贸函电-Unit 06 还盘和接受
望的交
易条件
提出建 议 I regret that your terms are unsatisfactory and unless you can amend those terms we shall have to place our order
elsewhere.（很抱歉，你方条件不能让人满意，如果
不能改
希望对 方能够 接受你 所提出 的还盘 的建议
It is hoped that you would seriously take it into consideration and let us have your reply very soon.（希 望你方能认真考虑我方的建议并尽快回复。）
We hope you will consider our counter-offer most favorable, and fax us acceptance at your early convenience.（希望你方考虑我方的还盘，并尽早发 传真表示接受。）
6.3 Specimen Letters（样函）
Sincerely yours, Ping Wang
Letter 4：A firm offer
Dear Sirs, We thank you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry. Jinling Brand is one of the best known trade marks in China. It can run 15 000 times continuously without any breakdown. It first passed through the recognition6 of America’s UL and the qualities have kept the first for 5 years in succession7.
Unit 6 Confirmation Acceptance《外贸英语函电》PPT课件
We appreciate your cooperation and trust that the shipment
which is to be dispatched after receipt of the relative
let us have any other inquiries of yours，as we shall be
only too pleased to meet your requirements which are
within our reach.
Yours truly，
New Words & Expressions
your earliest convenience.
We are arranging for the establishment of the relative L/C
with Bank of China，Shanghai and shall let you know by fax as
soon as it is opened.
认书
file n.档案，卷宗
arrange v.安排
urgent a.紧急的
stress v. n.强调，着重
punctual a.按时的
validity n.有效（性），有效
（期）
valid a.有效的
delay v. n.耽误，延误
detrimental（to） a.有害的
Notes
1.Although the prevailing quotations are somewhat
外贸函电第二版-Unit-06-还盘和接受讲述
常用句型
（2）我们很遗憾你方价格与现行价格不符。 We very much regret that your price is out of line with the prevailing market.
out of line (with)不合理的，不相符的 Should your price be found out of line, they may turn to others for their requirements. 如果你方的价格不合理，他们也许会向别人购买。 out of line with 与…不相符，与…脱节 What you asked is quite out of line with the present market here. 你方的要求与此地的现行市场行情不符。
6
Terms
13、品质以卖方样品为准 Quality as per Seller’s Sample 14、品质以买方样品为准 Quality as per Buyer’s Sample 15、公吨 Metric Ton 16、长吨 Long Ton 17、短吨 Short Ton 18、净重 Net Weight 19、毛重Gross Weight 20、以毛作净 Gross for Net 21、皮重 Tare Weight 22、竞争性价格 Competitive Price 23、批发价 Wholesale Price 24、零售价 Retail Price
还盘信函的写作应十分小心，双方要本着珍视友 谊和未来交易机会的态度。还盘信函应包含以下 内容：
（1）对发盘人的发盘表示感谢。 （2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。 （3）对还盘的内容也就是己方所希望的交易条件提出建议。 （4）希望对方能够接受己方所提出的还盘建议。
《外贸英语函电》(第二版)习题答案
《外贸英语函电》（第二版）习题答案Chapter 1 key to exercises1. Translate the following terms.（1）inside address 封内地址（2）salutation 称呼（3）complimentary close 结尾敬语（4）Ref. No. 参考编号（5）enclosure 附件（6）P.O.Box 邮箱（7）postscript 附言（8）full block style 齐头式2. Answer the following questions.（1）How many formats of business letters do we use today? What are they?Three formats are used in writing business letter. They are full block style, modified block style and indented style.（2）What are the standard parts of a business letter?There are seven standard parts which includes letterhead, date, inside address, salutation, body of the letter, complimentary close and signature.（3）What kinds of information should be written on an envelop? And what are their positions?The information of the sender and the receiver should be written on an envelop. The information of the sender is at the top-left corner, while the information of the receiver is almost in the middle of the envelop.3. Complete the structure of the following business letter which is with full block style and write down the names of the missing parts in the boxes.Date Body of the letter Complimentary closeChapter 2key to exercises1.Translate the following terms.(1) 传真信号; (2) 传真机储存器已满; (3) 电子邮件; (4) 通信错误，传输信号不好;(5) 接收方传真机忙，传真机重拨2.Translate the following sentences into English.(1)We have to apologize to you for not answering your letter in time.(2)Please confirm the order and e-mail a shipping schedule.(3)As soon as the goods are available, we’ll inform you by fax.(4)If you find our offer acceptable, please fax us for confirmation.(5)We are e-mailing you to enquire whether you’d be willing to establish business relation s with us.3.Translate the following sentences into Chinese.(1)如果存取文件有任何问题请和我联系。
徐美荣外贸英语函电第二版课后练习参考答案详解完整版
外贸英语函电课后练习参考答案（中英文对照版）名词解释二、Establish business relations建立商务关系Import进口Export出口Importer进口商Exporter出口商Commercial counsellor’s office商务参赞处Chamber of commerce商会Credit standing资讯状况三、Inquiries询价First inquiry初次询价General inquiry一般询价Specific inquiry具体询价Commission佣金Delivery交货Effect delivery装运All necessary information所有必要的信息Delivery date装运期四、Quote报价Offer报盘Voluntary offer主动报盘Free offer虚盘（自由报盘）Firm offer实盘Pro forma invoice形式发票Import licence进口许可证Catalogue目录Under cover随函附上Supply from stock供现货五、Counteroffer还盘Be on the high side偏高Regret遗憾Be in line with与。
相符Reduce减少、降低Make a reduction ofThe prevailing market行市六、Accept接受Acceptance接受Confirmation of order订单的确认Sales contract销售合同Purchase contract购买合同Sales confirmation销售确认书Purchase confirmation供货确认书Sign签名Signature签名Counter-signature会签七、Payment terms支付条款Modes of payment支付方式Remittance汇付Telegraphic transfer (T/T)电汇Mail transfer (M/T)信汇Demand draft (D/D)票汇Collection托收Documents against payment (D/P)付款交单Documents against acceptance (D/A)承兑交单八、Kinds of L/C信用证种类Sight L/C即期信用证Term L/C远期信用证Establish L/C开立信用证Amendment to the L/C修改信用证Extension of the L/C展延信用证Check the L/C检查信用证With the terms of contract按合同九、Pack包装Packing requirements包装要求Shipping instructions装运指示Shipping marks唛头Shipping advice装运通知Modes of transportation运输方式Time of shipment装运期Destination目的地Partial shipment分批装运Transshipment转运十、Insurance保险Risk风险Average海损Cover投保Coverage承保范围Open policy预约保单Premium保险费翻译：Chapter Two1.我们从中国驻东京大使馆商务参赞处得知贵公司的行名和地址，并了解贵公司是经营家用电器产品有经验的出口商We obtained your name and address from commercial counsellor’s office of the Chinese embassy in Tokyo. They have informed us that you are experienced exporter in the market for home electrical appliances.2.我们的一个客户对你们的新产品感兴趣One of our customers is interested in your new production.3.我们的一个日本客户想要购买中国红茶One of our customers in Japan wants to be in the market for black tea.4.如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意As you know, our policy is to trade with merchants of various countries on the basis of equality and mutual benefit.5.我们希望你方尽最大努力促进业务又增进友谊。
外贸函电unit six(confirmation & acceptance)
Unit Six Confirmation & Acceptance (确认与接受) 确认与接受)
II. Introduction 进出口业务中，洽谈交易的一般程序： 进出口业务中，洽谈交易的一般程序：
询盘(inquiry) 询盘 发盘(offer) 发盘 还盘(counter offer) 还盘
Unit Six Confirmation & Acceptance (确认与接受) 确认与接受)
I. Objectives
通过本单元的学习，帮助学生掌握: 通过本单元的学习，帮助学生掌握:
1.接受、确认与拒绝订单信函的内容 接受、 接受 2.接受、确认与拒绝订单信函的撰写 接受、 接受 确认与拒绝订单信函的撰写 3.接受、确认与拒绝订单信函中常用的 接受、 接受 确认与拒绝订单信函中常用的 词汇及表达方式
Unit Six Confirmation & Acceptance (确认与接受) 确认与接受)
I. Objectives
本单元的重点和难点： 本单元的重点和难点：
1.接受、确认与拒绝订单信函的内容 接受、 接受 2.接受、确认与拒绝订单信函的撰写 接受、 接受 确认与拒绝订单信函的撰写 3.接受、确认与拒绝订单信函中常用的 接受、 接受 确认与拒绝订单信函中常用的 词汇及表达方式
Unit Six Confirmation & Acceptance (确认与接受) 确认与接受)
Introduction
Points that should be paid attention to when placing repeat orders:
1. If there is anything that is not satisfactory, the buyer should point it out and ask the seller to make an improvement. 2. To be sure to get exactly what is being ordered, accuracy and clarity are also needed in repeat orders.
函电还盘后接受范文(热门3篇)
函电还盘后接受范文(热门3篇)（经典版）编制人：__________________审核人：__________________审批人：__________________编制单位：__________________编制时间：____年____月____日序言下载提示：该文档是本店铺精心编制而成的，希望大家下载后，能够帮助大家解决实际问题。
文档下载后可定制修改，请根据实际需要进行调整和使用，谢谢!并且，本店铺为大家提供各种类型的经典范文，如工作总结、工作计划、合同协议、条据文书、策划方案、句子大全、作文大全、诗词歌赋、教案资料、其他范文等等，想了解不同范文格式和写法，敬请关注!Download tips: This document is carefully compiled by this editor. I hope that after you download it, it can help you solve practical problems. The document can be customized and modified after downloading, please adjust and use it according to actual needs, thank you!Moreover, our store provides various types of classic sample essays for everyone, such as work summaries, work plans, contract agreements, doctrinal documents, planning plans, complete sentences, complete compositions, poems, songs, teaching materials, and other sample essays. If you want to learn about different sample formats and writing methods, please stay tuned!函电还盘后接受范文(热门3篇)函电还盘后接受范文第1篇Dear sir， thank you for your letter in January， learning that the price of our flame lighters is too high for you to complete your work.You mentioned that the quotation of Japanese products is about lower than ours.We accept what you said， but although we would like to do business with you， we dont think the quality of other products can reach the quality of our products.We regret that we cant accept your counter-offer or even give up halfway with you.We can only reduce our previous offer，which we believe will be approved by you.We look forward to your approval.Your loyal Tony Smith is the lead seller.中文翻译：January Kee&Co Ltd Regent Street London，亲爱的先生，感谢您XX月份的来信，得知我方火焰打火机的太高，您无法完成工作。
外贸函电课程重点_外贸函电Unit 6
Unit 6 Counter-Offer第六章还盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是英国威娜贸易公司（Wella Trading Co. Ltd.，联系地址：15 Newell Street, London, Britain，Tel：0044-20-76712345 Fax：0044-20-76767890 E-mail: wella@）进口部的经理。
最近，你公司收到广州金叶鞋业公司（Guangzhou Jinye Shoes Company，联系地址：138 Yanjiang Road, Guangzhou, China，Tel：86-20-88888888 Fax：86-20-88888889 E-mail：jinye8899@）发来的关于AMI牌鞋子的实盘。
你们对该公司的报价不满意，打算就价格方面的问题与其磋商。
现在，请代表公司拟一封还盘函。
注意信中务必包含以下内容。
1) 感谢贵公司9月1日给予我方100双AMI牌鞋子成本加保险费、运费至利物浦(Liverpool)每双40欧元的报价。
2) 很遗憾我们不能考虑按贵方价格成交，因为贵方价格与市场不一致。
同等品质的鞋子，本地的百货公司零售价格低很多。
3) 鉴于我们之间长期的贸易关系，我们愿意给你们一个还盘，希望贵方可以将价格降低10欧元。
4) 如果贵方能接受我们的还盘，我们将会考虑订购200双5) 希望贵方对我们的还盘给予认真的考虑并在北京时间2010年9月10日下午5 点前答复我方。
6) 盼佳音。
Part One Basic Knowledge Concerned1．T he Significance and Effect of Counter-offersIn international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a counter proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offer becomes the new offer.Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.) will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.2. Main Contents of a Letter for Counter-OfferA satisfactory letter for counter offer generally includes the following:1) Thank the offeror for his offer, mentioning briefly the contents of the offer.2) Express regret at inability to accept the offer, giving reasons for non-acceptance.3) Make an appropriate counter-offer.4) Hope the counter-offer will be accepted and there may be an opportunity to dobusiness together.Part Two Letter-writing GuidePart Three Other Commonly Used Expressions and Sentences Expressions:1. make (sb.) a counter-offer (as follows) （向某人）还盘（如下）2. (price) on the high/ low side （价格）偏高/低3. current price / ruling price / prevailing price/the present price/ the going price 现行价格4. long-standing business relation 长期业务关系5. be in (out of) line with the market 与市场(不)一致keep with the current market 与现行市场一致6. (price) is rising/advancing/going up. (价格)在持续上扬(price) is falling/dropping/going down. (价格)在持续下降7. to entertain business at … price 按……价格成交8. give/ allow/ make/ grant a discount 给折扣9. leave …with only a small profit 使得……获利低微10. at a price …% lower than …价格比……低……%11. meet sb. half way 各让一半；折中处理12. previous quotation 先前的报价13. market is weak；market is declining 市场疲弱；市场正在下滑14. make any further reduction 再次降价，作进一步的降价15. (price) fixed at a reasonable level 定价合理16. (products) moderately/ too highly priced (产品)定价适中/过高17. (the price) has advanced …% / considerably (价格)已上涨…% /明显上涨18. a jump/slump (in price) 价格飞涨/暴跌Typical Sentences:1. Expressing regret at inability to accept the offer and giving reasons for that. (表达不能接受报盘的遗憾并说明理由)1) Unfortunately we cannot accept your offer for steel furniture. The prices you quoted are much higher than those of other manufacturers.2) We regret that your counter-offer is unacceptable to us since your counter-offerleaves us with only a small profit. We believe that the price we quoted is quite realistic.3) We have cut the price to the limit. We regret, therefore, being unable to complywith your request for any further reduction.4). Although we are anxious to open up business with you, we very much regret thatwe cannot reduce our price to the level you indicated.5) The price we quoted is quite reasonable. It has been accepted by the other buyers atyour end.6) Our price has been narrowly calculated and it is impossible to make any furtherreduction.7) I’m afraid there is no much room for further reduction. You know, the price isadvancing considerably recently.8) Your price is reasonable, but the listed payment conditions are not customary inour trade.9) Owing to heavy bookings, we can not accept fresh orders at present.10) Owing to a shortage of stock, we regret that we are unable to accept your repeatorder.11) As this is an order of substantial size, we cannot safely undertake to complete itsmanufacture in a month.2. Making a counter-offer concretely (给出一个具体的还盘)1) We would suggest that you make some allowance, say 10%, on your quoted pricesso as to enable us to introduce your products to our customers.2) You must reduce your price by 2% otherwise business is impossible.3) We are sorry that the difference/gap between our price and your counter-offer is toowide. The best we can do is 5% off.4) Our counter-offer is well founded and workable. We can also offer a 10% discountfor orders over 10,000 pieces.5) We do not see any advantage in your quotation, and would like to know whetheryou have any better price to offer.6) May we suggest that you could make some allowance on your quoted prices thatwould help to introduce your goods to this market.7) I regret that your terms are unsatisfactory and unless you can amend those termswe will have to place our order elsewhere.8) It is in view of our long-standing business relations that we make you such acounter-offer.Part Four Sample LettersSample 1: Buyer’s Counter-offerNotes:1. figure 这里指数字，即价格2. say 8% 这里是Let’s say 8%的简化，意思相当于for example，即“比方说8%”。
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6.3 Specimen Letters（样函）
Letter 1：Offer
Dear Sirs, We acknowledge with thanks the receipt of your inquiry of Sep 5, and are pleased to make you an offer regarding our Changhong color TV sets in the size you required. All sizes can be supplied by the beginning of next month subject to our receiving your order. The price for Changhong Brand color TV set inch 34 is USD450 each at CIF Copenhagen. Our price is very competitive for1 other good quality TV sets. We look forward to receiving your large number of order2. Truly yours, Fred Jackson
be competitive for 和…相比具有竞争力的
bulk order 大宗订单 大批订货
Letter 2：Counter-offer
Dear Sirs, We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set. In reply, we regret to inform you that your price is too high. Market information tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours. We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap3. To step up the trade4, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen USD300 per set. It is hoped that you would seriously take it into consideration5 and let us have your reply very soon. Sincerely yours, Xianjin Peng
17
常用句型
句型4 希望对方能够接受你所提出的还盘的 建议 It is hoped that you would seriously take it into consideration and let us have your reply very soon. 希望你方能认真考虑我方的建议并尽快回复。 take sth into consideration 考虑
10
常用句型
（2）我们很遗憾你方价格与现行价格不符。 We very much regret that your price is out of line with the prevailing market.
out of line (with)不合理的，不相符的 Should your price be found out of line, they may turn to others for their requirements. 如果你方的价格不合理，他们也许会向别人购买。 out of line with 与…不相符，与…脱节 What you asked is quite out of line with the present market here. 你方的要求与此地的现行市场行情不符。
14
常用句型
（3）你方的价格比我们从其他源得到的价格 高得多。 Your price compares much higher than that we can get from elsewhere.
15
常用句型
句型3 还盘建议 （1）为了促进贸易，我们还盘如下：500吨苹果，每吨 600美元成本加保费欧洲主要港口。 To step up trade, we counter offer as follows:500 tons of Apples at USD 600/ton CIF EMP. (2)由于苹果行市下跌，除非你方能够降价5%，否则无 法成交。 As the market of Apples is declining, there is no possibility of business unless you can reduce your price by 5% .
12
常用句型
（3）尽管我们渴望与你方成交，但我们遗憾地 说你方价格不可接受。 Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.
13
5
Terms
1、还盘 Counter Offer 2、 参考价 Reference Price 3、开盘价 Opening Price 4、收盘 Closing offer 5、现行价 Current Price, Ruling Price, Prevailing Price 6、合理价格 Reasonable Price 7、特殊价格 Special Price 8、大路货 FAQ 9、差价 Price Difference, Price Gap 10、凭等级买卖 Sale by Grade 11、凭规格买卖 Sale by Specification 12、凭标准买卖 Sale by Standard
Unit 6
Counter offer and Acceptance
1
6.1 Introduction（简介）
目的：掌握在接到发盘后，如何撰写还盘和接受的 相关信函。
在接到发盘后，受盘人必须对报盘内容进行认真研究。如 果发盘人认为发盘价格难以接受或对其他条件不满意，既 可以拒绝接受，也可以向发盘人提出建议，要求对发盘内 容进行修改。这种受盘人对发盘内容进行变更的表示被称 为还盘（Counter-offer），也被称为还价。事实上，还盘 既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提 出的新发盘。
（1）接受只能由受盘人做出。 （2）接受必须是无条件的，完全同意发盘中提出的各项交易 条件。 （3）接受的方式必须符合发盘的要求。 （4）接受必须在发盘规定的有效期内做出。
counter-offer 还盘，是外贸业务用语，指受盘人对 收到的报盘提出修改条件。该词可作动词或名词。 If our offer is not acceptable, please fax your best counter-offer. 如果不能接受我方报盘，请发传真告知你方最好的 还盘。 The price you counter-offered is unreasonable. 你方还盘价格不合理。
还盘信函的写作应十分小心，双方要本着珍视友 谊和未来交易机会的态度。还盘信函应包含以下 内容：
（1）对发盘人的发盘表示感谢。 （2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。 （3）对还盘的内容也就是己方所希望的交易条件提出建议。 （4）希望对方能够接受己方所提出的还盘建议。
如果受盘人认为能够接受发盘的全部内容和条件， 那么就可向发盘人订购商品。这种买方或卖方同意 对方在发盘中提出的各项交易条件，并愿意按照这 些条件达成交易、订立合同的表示被称为接受 （Acceptance），即法律上所称的“承诺”。作为 一项有效接受，必须具备以下四项条件：
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写信的要点
报盘信函收悉 抱怨价格太高 还盘建议 结束
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常用句型
句型1：对价格的抱怨 （1）我们很遗憾告知你方，尽管我们很满意你 方产品的质量，但我们认为你方价格偏高。 We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.
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Terms
13、品质以卖方样品为准 Quality as per Seller’s Sample 14、品质以买方样品为准 Quality as per Buyer’s Sample 15、公吨 Metric Ton 16、长吨 Long Ton 17、短吨 Short Ton 18、净重 Net Weight 19、毛重Gross Weight 20、以毛作净 Gross for Net 21、皮重 Tare Weight 22、竞争性价格 Competitive Price 23、批发价 Wholesale Price 24、零售价 Retail Price
on the high side （价格）偏高 The new quotation，I think，is still on the high side.
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常用句型
Your price is too high. 你方价格太高。
类似的表达方式还有： Your price is a bit high. 你方价格有点高。 Your price is excessive. 你方价格过高。 Your price is rather stiff. 你方价格相当高。 Your price is prohibitive.你方价格令人望而却 步。